渠道客户经理
Channel Account Manager
职位名称：渠道客户经理
关于 Skyhigh Security：
Skyhigh Security 是一家充满活力、快速发展的云公司，在安全行业处于领先地位。我们的使命是保护世界的数据，因此我们始终专注于安全。我们以学习为核心，以开放和透明为基石。
自 2011 年以来，各类组织一直信任我们，为我们提供一个完整的、市场领先的基于现代云架构的安全平台。我们领先行业的系列产品通过易于使用的基于云的零信任解决方案，大幅简化了数据安全，所有解决方案均在一个仪表盘中进行管理，由全球数百名员工提供支持。我们在圣克拉拉、阿什伯里、帕德博恩、班加罗尔、悉尼、东京等地设有办公室，我们的员工是公司的心脏和灵魂。
Skyhigh Security 不仅仅是一家公司；在这里，当你将职业生涯交给我们时，我们承诺投资于你。我们采用混合办公模式，创造你需要的工作环境灵活性和自由度，以发挥你的潜力。从员工认可计划，到“Blast Talks”学习系列，以及团队庆祝活动（我们喜欢玩得开心！），我们努力打造一个互动且富有吸引力的环境，让你可以做真实的自己。
我们也关注这些！在 LinkedIn 和 Twitter @SkyhighSecurity 上关注我们。
职位概述：
渠道合作伙伴销售经理将负责通过渠道合作伙伴、系统集成商、MSP、分销商和 OEM 供应商，推动 Skyhigh Security 复杂产品组合的新销售和现有客户的增量预订。该职位需要深入了解安全技术、竞争对手，并能够通过交付成功的解决方案为客户创造价值。渠道合作伙伴销售经理负责开发渠道合作伙伴机会，评估客户需求，并创建定制的客户解决方案，从而带来新的预订。
职位职责
- 制定潜在销售机会的开拓策略，与渠道合作伙伴建立关系，建立销售管道，准备并展示解决方案，以及协商达成季度渠道销售配额的合同。
- 管理渠道销售流程，并根据需要利用内部技术资源以满足合作伙伴和客户的要求。
- 分析合作伙伴和客户环境，明确客户需求，并与技术团队合作。
查看英文原文
Job Title:
Channel Account ManagerAbout Skyhigh Security:
Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency.
Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.
Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self.
We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.
Role Overview:
The Channel Partner Sales Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators MSPs, distributors and OEM providers. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Channel Partner Sales Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.About the Role
- Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.
- Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.
- Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.
- Work closely with partners and customers to drive POCs and POVs.
- Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.
- Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
- Develop relationships internally with key stakeholders.
- Engage and present at multiple levels within a partner account including customer stakeholders.
- Develop account and opportunity plans to improve channel partner strategy.
- Maintain partner and customer satisfaction.
- Develop relationships with our channel and service partners to create strategic opportunities.
About You:
- 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with channel partners and customer stakeholders.
- Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.
- Ability to manage the sales process (MEDDPICC) and negotiate contracts.
- Deep knowledge of the customer’s requirements and security challenges.
- Strong business acumen and ability to build channel partner and customer relationships. Must be able to interpret and execute opportunities within complex organizations.
- Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.
- Strong relationships with channel partners and system integrators.
- Must possess excellent presentation skills.
- Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
- 3-5 years’ experience with Salesforce and Clari
- Results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
- Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.
Company Benefits and Perks:
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.
- Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.
Our Commitment to You :
At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.
Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.
Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.
Originally posted on Himalayas